ARE YOU READY TO SELL ?

1. This information provided by Bill Hoopes, Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com AREYOU READY TO SELL?

2. To maximize customer growth… Answer these KEY QUESTIONS: You need a realistic plan. -How big?-How fast?-How will you make it happen?

3. BEFORE you pull the trigger! To maximize customer growth… The point, think, decide, plan…. You need a realistic plan.

4. How you sell matters…. To maximize customer growth… High pressure selling yields a less committed buyer, higher cancels and lower lifetime customer values. Sales based on wants/needs lead to longer term relations, lower cancels, higher lifetime customer values.

5. Your marketing plan identifies the market universe to which you will sell and size of your campaign. First, A MARKETING PLAN • Details lead generation plans/timing. • Communicates your value proposition. • Sets customer expectations. The Sales staff makes it happen!

6. Staffing plan reflects marketing activity, by week • Hire for attitude • Train for skill • Manage daily Flip coin Sales Management – It takes a process Your choices….

7. If the above assumption is incorrect, let’s talk later. Sales Management One assumption: Marketing/Sales plans exist: -Lead generation plan set -Staff needs determined -Sales projections set [close rate, pacing]

8. Sales Management – With a realistic plan in place…it’s all EXECUTION! 1. People: Who will do your selling? 2. Preparations: How will they be trained? When and by whom? 3. Generating/running leads: DM, TM, Block leading, Cancels, Rejects [NI’s], Referrals, Prayer!

9. Sales Management – A multi-part process addressing six key factors. 4. Sales room set-up: Is it efficient, workable? 5. Sales day process:Organized with clear priorities/procedures? 6. Sales room management:Do you have a prepared, formal leader who knows what to do, how and when?

10. Sales Management – A multi-part process. 1. People: Building your sales team Who will sell most effectively? • High pressure sales? Takes a “closer” • Needs based, consultative selling? Use field staff! They understand how to help. • New ‘green’ sellers - learn OTJ vs. veterans? • Fact: Best plan – start with veteran core!

11. Sales Management – A multi-part process. People: Building your sales team Recruiting checklist: • Clear, precise position description • Recruiting plan for the “Gen Y” seller • Candidate interview setting and plan • Performance based questions that ID potential • Fact: Effective recruiting = beyond classifieds!

12. Sales Management – A multi-part process. 2. Preparations: Skill training Training checklist: • Select a trainer who wants the job! • Start early..it’s a marathon. • Provide a designated training space & times. • Start with a formal script, adlib later! • Focus on “benefits” with constant RPs! • Fact: “Small Bite” training works best.

13. Sales Management – A multi-part process. 3. Running leads: Organization/process Lead management checklist: • Start with previous cancels/rejects • Ease into the flow…focus on quality/accuracy. • Lead content must provide continuity with marketing message! [needs vs. discounts] • Don’t waste expensive DM leads on new folks. • Fact: Quality leads close higher [one exception]

14. Sales Management – A multi-part process. 4. Sales room set-up: Checklist: • Must have designated sales area for calls. • If joint space, field staff moves out early! • Room for essentials [3-4 feet, well lighted]. • No clutter! Sales tools/info only at workspace. • Paper flow process [sales, rejects, auditing?] • Fact: Best sales rooms are highly organized.

15. Sales Management Sales room – The physical setting:

16. All open ‘pending’ leads in daily file • Price sheet/calculator • Competitive info • Sales program sheets • What about music/lights? Sales Management Sales room – The physical setting:

17. What about paper flow? • Daily sales bin • Daily reject bin • Special instructions for sales reps [notes] • What else? Sales Management Sales room – The physical setting:

18. Your turn….what happens now? Sales Management 5. Sales day process: • All reps leave from office at ? • Sales meeting • Daily assignments include ? • RP practice • Return to office by ? • On phones by X • Breaks? • Paper flow process • Audits? • Next day prep andend of session Describe the balance of the calling session

19. What exactly is this person doing? Ever use a phone monitor to train? Sales Management 6. Sales room management: • Listening/coaching • Tracking/encouraging! • But…is it happening?

20. Having some fun!! Let’s identify games/contests! You first…. Negative people not wanted Sales Management • Balloon pop! • Poker • Card toss [in the hat] • “Next one is the big one”

21. Summary: • Assigned leads • Leads run • Contacts • Solds/rejects [day, week, month, YTD] • Average revenue/sale • Average application price • Type programs sold Sales Management Tracking sales activity

22. Sales Management – With a realistic plan in place…it’s all EXECUTION! 1. People: Who will sell? 2. Preparations: How will they be trained? 3. Generating/running leads: Source, pacing? 4. Sales room set-up:Organized for effeciency? 5. Daily sales process:Productive plans? 6. Sales room management:Disciplined process?

23. AREYOU READY TO SELL?

24. This information provided by Bill Hoopes Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com